by Heather Caouette | Apr 12, 2017 | Blog
Swiss Army knives are generally thought of as the go-to multi-tool, capable of performing all sorts of handy functions in one neat little package. Marketers have their own version of the Swiss Army knife: the press release. It has the versatility to advance a variety of marketing goals.
That was not the case several years ago. Back then, press releases were written for the media; hence the name. Today the internet, social media and business practices have blurred the lines, which means in many cases a press release is no longer written with the sole purpose to attract media attention or fulfill an SEC guideline. Instead, it is a multi-function business tool.
Press releases allow you get your message out to your audiences unfiltered. This one piece of collateral is completely versatile and can help companies work towards a plethora of goals, including:
- Media relations: Good, solid media relations. Through distribution services, press releases are sent to journalists’ email, where they can choose to write about the news. Even if the reporter does not cover the announcement right away, your information may be filed as a “source” for future articles. The exposure can also make journalists aware of your company, or keep them informed about your latest developments.
- Sales: Current projections estimate that 60% to 70% of the business buyer’s purchase process is made before they contact the vendor. Given that most information a prospect obtains is before they enter the sales funnel, you need ways to reach them earlier in the purchasing journey. Also, press releases can be a reason for the sales team to go back to a prospect. Customer wins may be shared with prospective client of a similar size, specialty and/or location. Many deals are completed by potential customers after seeing what their peers are doing.
- Attract New Talent: Who does not want to work for a company that is doing exciting and innovative things? Showing momentum can turn the heads of qualified candidates for even hard to fill spots.
- Keep Investors in the Know: Highlighting your successes can attract investors. A steady cadence of news signals an active company that is gaining traction, a key to obtaining investor interest.
- SEO Benefits: When credible websites and search engines pick up your press release, it can raise your placement in Google search results, which drives traffic and increases awareness for your site. Using specific keywords can optimize the press release to be easily searchable by audiences, including prospective and current customers, employees, investors and the media.
You can significantly increase interest in your press releases by adding images or video, making them even more beneficial. Which business objectives will they help you unlock?
by Jodi Amendola | Apr 5, 2017 | Blog
HIMSS is now a distant memory and you’re struggling to remember what happened last week, let alone the show’s key takeaways. Never fear, I’ve got you covered! I reached out to several top industry analysts with whom I’ve worked for years, as well a Health 2.0 co-founder, and summarized the key themes. Consider it your industry crystal ball reading for 2017.
#1 — Artificial Intelligence (AI) will be the bright, shiny object of 2017.
Barry Runyon, Research VP, Gartner:
“AI, analytics, interoperability and cybersecurity seemed pretty pervasive [at HIMSS17] AI in particular.”
Sven Lohse: Healthcare IT Services Strategies, IDC Health Insights:
“For the first time at scale, HIMSS17 showcased applications of artificial intelligence and machine learning technology in the healthcare context with promise for improving operations, finance and care delivery.”
Matthew Guldin, Senior Analyst, Chilmark Research:
“AI and machine learning seemed to dominate as the buzzword(s) of HIMSS17. Finding actual use cases was a bit more challenging, but there were vendors that were demonstrating its potential value around medication refills, pre-visit planning and virtual health coaching.”
#2 Population health and care management/coordination will receive a face-lift with voice assistants, cloud-based platforms and the seemingly ubiquitous AI.
Nancy Fabozzi, Principal Analyst, Transformational Health, Frost & Sullivan
“Voice is the next big user interface for computing and truly something to get excited about for its potential in healthcare, especially voice assistants for care management and patient engagement. Amazon’s Alexa is taking the lead here and many new companies will emerge to support this important trend. Merck’s new partnership with Amazon to support voice-enabled solutions for chronic disease management is a very positive development; we will be watching this one closely.”
Matthew Holt, Co-founder of Health 2.0
“[At HIMSS] the new cloud-based population health and analytics systems showed promise, if not yet penetration.”
Matthew Guldin, Senior Analyst, Chilmark Research:
“If providers are going to be effective at scaling their present care management programs, a much higher degree of automation will be required with the application of this [AI and machine learning] technology in care management applications playing a critical role.”
Deanne Kasim, Founding Partner, Santesys Solutions
“Regardless of the outcome of “repeal and replace,” value-based reimbursement and better care coordination are here to stay and will only grow in importance.”
#3 Blockchain may be the answer to the interoperability and cybersecurity questions.
Sven Lohse: Healthcare IT Services Strategies, IDC Health Insights:
“Blockchain in healthcare also garnered significant attention with multiple [HIMSS] sessions highlighting how blockchain could solve such challenges as interoperability, security and making healthcare transactions more transparent.”
Deanne Kasim, Founding Partner, Santesys Solutions
“Look for blockchain to be a bigger topic at HIMSS18.”
#4 Bonus thoughts: TCO & bringing people back into the equation.
Barry Runyon, Research VP, Gartner:
“Looking around, I think the TCO of IT is going to become a bigger issue.”
Barbara McGann Chief Resource Officer at Horses for Sources; FSH Research
“While at HIMSS, I saw an endless variety of technology offerings, and among them, people physicians, EMTs, nurses, patients, caregivers all of whom want a healthier society. We need to not only connect the systems for interoperability, but also connect the individuals. IT professionals need to be just as excited as doctors, nurses and caregivers about truly changing people’s lives through healthcare in order to really have an impact.”
Deanne Kasim, Founding Partner, Santesys Solutions
“I noticed more focus on the Social Determinants of Health (SDoH), but vendors have different approaches in terms of what data they have and how it is used. I think the industry is just beginning to tap the potential here of how to access and use this information.”
Finally, my personal prediction: Regardless of your technology, product or service, 2017 will offer endless possibilities for growth if you follow best practices, execute efficiently and take advantage of strategic industry guidance. The A-team is here to help! Contact us at @AmendolaComm or at info@acmarketingpr.com.
by Stephanie Janard | Mar 29, 2017 | Blog
A few years back, I made a minor ripple on the internet okay, make that a very minor ripple when I dashed off a plaintive lament about the use of the word “content” in content marketing. As I noted at the time, the industry couldn’t have picked a more lifeless word to describe using interesting, informative, persuasive information to educate prospects and turn them into buyers.
Three years later, I feel exactly the same as I did in my original rant, reprinted below:
If there is one profession that should understand above all others that messaging matters, it’s the field of marketing. So why on earth have we all collectively agreed to label our messaging as “content” which brings to mind nothing more than inert filler, largely there just to take up space?
If you don’t think buying into this phrase won’t have an actual effect on your messaging, just look at some of the advice out there from the “content marketing” experts.
Over and over I see the suggestion that marketers repurpose older web copy and blog posts to use for other “content marketing” pieces like brochures and white papers. Never does this recommendation remind marketers to heed the target audience’s current stage in the buying process, the audience’s level of technical understanding, or for that matter, any other qualifiers.
No, this is standalone advice, often among the first offered, which is giving marketers the impression that as long as they put something out there for prospects to read on a regular basis, the qualified leads will follow.
That’s a perception that just cheapens the value of your marketing message. And if you don’t value your own message, do you honestly think prospects will?
Incidentally, it also makes the deadly mistake of over-estimating the ease of capturing your prospects interest.
Here’s another irony: one of the key jobs of a marketing communications professional is to bring clarity to a subject, yet confusion reigns in the field as to what “content” marketing actually means. Really, ask a number of marketers to define the phrase. I assure you, you’re going to get a number of different answers.
The term is just a vague and vapid generality; nothing more. And as a writer, that especially makes me shudder.
My complaint was hardly an original one; as Ryan Skinner from Forrester noted at the time, I wasn’t the first and wouldn’t be the last to have a gripe with a term. Still, it caught some attention, and even some hearty applause from people like Jeff Molander, who emphatically agreed the term doesn’t do us marketers any favors.
So imagine my dismay when four years later, we’re still using it! Well, like I said, my ripple was just that, a ripple.
But I still hold that “content” marketing is a completely inadequate term. It implies quantity over quality, which is a serious misrepresentation of how this form of marketing works. Yes, the typical B2b prospect intensively researches before buying, and yes, having a widely-distributed library of information to satisfy that research is important.
But it’s not going to get widely read if it’s not actually readable. Quality matters. I don’t just say that as a writer, but as a buyer. I do plenty of research online before I make certain purchases, too .we all do now, for small and big ticket items alike. I’m not too likely to buy from a company that puts out badly explained “content.”
What does content marketing even mean?
It’s also worth noting that confusion still reigns on the right definition of “content” marketing. My colleague Tim Boivin does a nice job explaining it and clearing up some common misconceptions.
However, for a relatively mainstream method, it’s amazing to me that there is still a level of confusion surrounding it all these years later. I lay a good part of the blame on the meaningless name. Think about it. Is there the same widespread confusion about what public relations is? Or branding? Or even social media marketing? No because their names are insightfully specific.
It’s a shame because content marketing really is an effective means for nurturing interest and trust in a company’s offerings – and generating good leads. It’s also one of our specialties here at Amendola. I love the strategy; it gives me a chance to write meaningful information that helps guide people to making an informed buying decision. But I think that it deserves a better name.
Some proposed replacements for the term “content marketing”
So what should we call this method of marketing instead? After making such a fuss about changing the name, I admit I understand why the word “content” was settled on it’s a catch-all expression for the articles, infographics, guides, videos and more that are used to catch a prospect’s interest and hold this interest throughout the buying cycle.
“Demand generation” and “inbound marketing” are sometimes used interchangeably for content marketing. But they shouldn’t be – they’re not the same thing. With that, here are some substitute terms I like but am not in love with:
- Brand journalism
- Editorial marketing
- Company journalism
- Informational marketing
- Guided buying/Guide marketing
- Knowledge marketing
If you have a great idea for a replacement, let me know I will personally make it my mission to make it stick!
by Kate Donlon | Mar 15, 2017 | Blog
Want a Rockin Team?
Many think that putting together a great team means being clear about roles, setting expectations and providing appropriate incentives. While all that MBA mumbo jumbo is true, it’s not how you 
get teams to purr like a Lotus and move like Greased Lightning.
No, the real secret lies in the people. In the soft skills. Everything you didn’t learn in school. Never fear, your song-fueled cliff notes is here.
- Recognize that each team member is different different strengths, weaknesses and motivations. Sure, you could make them play the game and perform exactly as you would in any given situation or project. If you want to see high turnover. Or just breathe and do the following
- Have each team member take a talent assessment test like Myers Briggs or StrengthsFinder, and then share the results within the next group meeting. Emphasize how each talent category has its preferred style of interaction with the external and internal world. Act out scenarios. Make it real.
- Don’t just rely on the test results. Listen to what each person says and how they react on a daily basis. What is their personality style? Their work style? Are they an email, phone or text person? Is it best to reach out to them in the morning or in the afternoon?
Note: Never underestimate the statement “I’m not a morning person.” Let them have their coffee IV and then pose your question or request.
- Examine how each team member is motivated. Do they prefer a thank you delivered one-on-one? Or do they glow when appreciation is expressed more publicly, such as during a team or company-wide meeting? Maybe a “Well-done!” email to the appropriate email distribution list supplies the balance of recognition without the in-person spotlight.Some team members may respond best to small tokens of gratitude such as a handwritten card, a lunch with the boss or even a comp day when their performance goes above and beyond all expectations. Get to know your people and the above should come naturally.
- In summary, R-e-s-p-e-c-t each team member’s distinct gifts. Encourage them to come as you are and even stir it up when needed and they’ll perform their best for you.
So let your team members know: “I want you to express yourself and if you want to sing out, sing out.”
And that’s how you build a rockin band I mean team.
by Jodi Amendola | Mar 8, 2017 | Blog
At our agency we think of HIMSS as our “Christmas.” We face similar time pressures and high expectations as those in retail leading up to the holiday, but as one team member says, “HIMSS is the “Happiest Time of Year.”
Like the annual family gatherings, we see clients, media, analysts and industry leaders all in one place. We network with old and new colleagues, learn about new offerings and trends and much more. However, it’s not all Christmas carols and eggnog. There’s quite a bit of hard work that occurs months before HIMSS: arranging meetings, creating themes, developing strategies and plans, and then poof it’s over. Just like Christmas, the rush of opening presents is over in a blink and before you know it, it’s time to take the tree down and do your gift returns.
It’s true, HIMSS is now over, but there is still fun to be had! As you leverage the opportunities you uncovered and follow-up on all of the activities leading up to and at the show, you’ll experience the “gifts” of secured bylined articles, analyst coverage and strengthened relationships.
And even if you still have a HIMSS hangover and that extra Tylenol and sleep hasn’t yet kicked in we’ve made it easy for you with the best practices listed below. Follow each step and you’ll magic those leads into tangible results!
- Do your follow-ups from media interviews, networking events, speakers you enjoyed, potential partners, existing partners with whom you met, etc. In fact, often the best conversations come from those random instances where you bumped into someone on the exhibit hall floor or in the elevator. Never underestimate the impact of unexpected conversations and meetings at HIMSS those are my favorites. After 20+ years of attending the conference, I love the reunion aspect of it. It’s the perfect way to re-connect with industry colleagues, clients and members of the media. Be sure to follow-up with a note on LinkedIn or an email you never know what will happen!
- Great information doesn’t mean actionable information. Translate what you’ve heard/learned into goals and actionable next steps. But don’t get distracted by the shiny new objects that you learned about at HIMSS. Instead, focus on what applies to your organization, your product line and the larger business/industry problems that your company’s solutions address. Don’t try to be all things to all people it just doesn’t work. Be clear about who you are, your value proposition and unique differentiators, and most importantly, how you solve your client’s real-world problems.
- Biggest challenge: Prioritization of all those great ideas! HIMSS is over now don’t waste the investment. Develop a calendar of follow-up marketing initiatives to continue driving interest and momentum, along with an execution strategy. Below are some of my personal secrets to success:
- Did you launch a new product at HIMSS? Do you have a client user or a pilot running? Did you conduct a Focus Group or survey at the show? Now is a good time to share the results. Leverage post-HIMSS press releases to continue the excitement. Be strategic and space the news out appropriately. Generally, I recommend a cadence of every other week, if news permits.
- Continue your social media outreach using #HIMSS17 – and even add #HIMSS18 as you look toward the coming year’s trends!
- Wondering what to do with all the contact information you collected from prospects, potential partners and investors who stopped by your booth? Implement a timely email campaign to continue the conversations and reach them at various stages of the buying funnel. I suggest disseminating a series of targeted e-blasts with a strong call-to-action such as downloading a gated white paper, infographic, ROI calculator or other value-added content.
- Did you capture client testimonial videos at the show? Embed them into your corporate presentations, highlight them on your website and promote them via social media.
- Did you or your clients present at HIMSS? Take that content and turn it into one or more thought leader articles, blog posts, ebooks, webinars (which can then be uploaded to SlideShare), podcasts and possibly the inspiration for a thought leadership video series. Content can usually be sliced and diced in multiple ways; leverage what you have rather than creating new materials.
- Biggest misstep: Not tying your new/updated goals, strategies, and tactics derived from HIMSS’ insights to your organizational KPIs. Remember, if your results don’t track to the CEO’s expectations, they don’t count!
P.S. Don’t forget to tune in for my next post on healthcare IT analysts and key influencers top takeaways from HIMSS. They’ll set you on the right path for the rest of 2017! Finally, I hope you all had a Merry HIMSS I know our A-Team did!
by Tim Boivin | Feb 27, 2017 | Blog
“The light which has been shed on mankind by the art of printing has eminently changed the condition of the world.” Thomas Jefferson, writing to John Adams, 1823
Thomas Jefferson, champion of a free and independent press
There has been a lot of attention paid lately to the rise of “fake” news, alternative facts, and the role a free and open press should play in a democracy. You can read about that ad nauseam on Facebook, Twitter, news portals and even GASP in your daily print newspaper! (Yes, they do still exist.)
I am not here to debate the merits of the respective positions on these political and cultural issues. What I am here to do is to say thank you to the healthcare IT press who cover our clients here at Amendola Communications (AKA, the A-Team).
We just finished #HIMSS17, by far the biggest conference of the year for our clients. We had more than 20 clients there and scheduled more than 130 meetings with the media and analyst firms at the conference. It was an unbelievably extensive and intensive effort by the A-Team over the past two months, and as the managing director for the agency I applaud their hard work over the past two months.
But I am also a former member of the press, a business writer, bureau chief, editor and yes, the worst of the worst, a sports columnist by training and trade. So I also want to applaud all my friends in the healthcare IT press the folks who took countless calls, tweets and emails all day long for weeks on end from me and the rest of the A-Team, not to mention dozens of other PR agencies and departments around the country, prior to the show.
All I can say to my friends in the media is thank you, again.
What gets lost in the rush to stake out our positions and perspectives on whatever is published through the media either in print, through the airwaves, or through digital channels is the value that a free and open press does bring to our society.
Just in our little corner of the world Healthcare IT that value comes in the form of informing, educating and influencing technology buyers. It comes in the form of honoring industry innovators and staging thought leadership events around the country and world. It comes in the form of educating readers on best practices in healthcare. It comes in the form of driving interest in topics such as CRISPR gene-editing, persona-based behavioral analytics, and value-based care and reimbursement.
So again, thank you to all of the A-Team’s friends in the media.There are so many, many of you who met with us at HIMSS 17 and work with the A-Team every day throughout the year to inform and educate the healthcare IT industry.
You are making significant, worthwhile contributions to our industry that often go overlooked or underappreciated but shouldn’t not in an industry as important as healthcare IT, not for an audience that has as significant an impact on the well-being of the entire American public every minute and hour of every day.
As Jefferson said to Adams, your work continues to shed light on mankind and eminently changes the condition of the world in which we live. And for that we here at the A-Team thank you all so very much.
